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The Top 10 Mistakes Speakers Make That Undermine Their Message and Ruin Their Results!
Imagine you hired a sales consultant and that person told you the key to successful selling was not to sell.
Well, that’s what we tell our clients. It may sound crazy, but that’s exactly what we tell them.
Whoa, wait a minute. If you don’t sell, how are you going to convert prospects into paying clients? They generally don’t come and line up at your door. Good question. And the answer lies in the definition of the verb … to sell.
Selling is an exchange of value for value. You have something of value somebody needs and they have money. A simple exchange, that’s all that’s going on. There’s a balance of energy there.
THEN WHY IS SALES SUCH AN EMOTIONALLY-CHARGED SUBJECT, AND HOW DO THINGS TEND TO GET SO UNBALANCED SO FAST IN SO MANY SALES INTERACTIONS WITH PEOPLE LEFT FEELING UNCOMFORTABLE & UNEASY?
Because the intention of the salesperson matters enormously to how well-served your interests are and how positively you view the sales process. And some salespeople don’t have very pure intentions. And some don’t know how to do it any other way.
It comes down to this. When someone’s intention is to serve, their focus is on the client. What do they need? What would be best for them? How can I assist them? What resources can I provide that will help inform, educate, and guide them in making their decisions?
When someone’s intention is to make a sale, their focus is on getting the client to think that what they need is what the salesperson is selling. What’s the best outcome for me? How can I persuade them to take the action I want them to take? What do I need to do to make the sale?
OUR JOB AS YOUR SALES CONSULTANT IS TO SHOW YOU HOW TO TAKE YOUR POSITIVE INTENTION TO SERVE AND TRANSLATE THAT INTO NEW CLIENTS COMING TO YOU, SO YOU DON’T EVER HAVE TO PERSUADE ANYONE TO DO ANYTHING. YOU SIMPLY HELP THEM COME TO A DECISION THAT WORKS FOR THEM.
That probably doesn’t match your idea of what a sales consultant does for clients, does it? And frankly, most still teach you how to “make the sale,” using whatever clever techniques and tactics you can come up with.
Think of us as a different kind of sales consultant, one that emphasizes always putting the client’s needs first.
In the work we do with you, we concentrate on showing you how to “sell” in a different way than what most people think is required. You might think it’d be a simple thing. Change your mindset, set your intention on serving, and it’ll all work out.
But the old sales model is so ingrained in our thinking, we find that changing over to this different way of approaching sales is like switching from rubbing your stomach and patting your head to rubbing your head and patting your stomach. It’s not that easy to do! Some old patterns of thought and behavior have to be changed. And that’s where we come in. As your sales consultant, we not only flesh out the ins and outs of this new approach, so you really understand what it takes to make it work, we carefully guide you in actually implementing it.
WHY DO SOMETHING THAT RUNS COUNTER TO CONVENTIONAL “WISDOM” WHEN IT COMES TO SALES? BECAUSE THE REWARDS ARE TREMENDOUS, AND WE’RE NOT TALKING JUST IN TERMS OF OBJECTIVE RESULTS HERE … BRINGING IN MORE CLIENTS AND MAKING MORE MONEY. THIS APPROACH OFFERS YOU THE PSYCHIC REWARD OF FEELING GOOD ABOUT THE PROCESS. AND THAT’S WORTH ITS WEIGHT IN GOLD.
“I signed up to work with Denise as my coach with the key objective of filling my coaching practice and creating a step-change in the results I was getting from my business development efforts. Denise helped me make massive improvements, and her approach … a combination of coaching, consulting, and training … works perfectly for me!
I now show up as much more confident in business development conversations and complimentary consultations. As a result, I’ve nearly doubled my average monthly revenue! I wouldn’t be where I am now without Denise’s coaching!”
EXECUTIVE & LEADERSHIP COACH, SINGAPORE